GE Distributed Power’s Success at FMA Summit: Connecting with Real Energy Decision-Makers

Leading energy solution provider shares insights on meaningful connections and ROI at exclusive executive networking event

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Key Takeaways:

• GE Distributed Power connects with qualified end-users, not just vendors
• Innovative “speed networking” format facilitates multiple high-value connections
• Direct access to facility decision-makers accelerates sales process
• Structured presentation opportunities drive meaningful booth engagement

When Mike Norelli, North American Sales Leader for GE’s distributive power business, evaluates networking events, he focuses on one crucial metric: quality of connections. At the recent FMA Summit, that quality exceeded expectations.

“Unlike a lot of other conferences we’ve gone to in the past, it’s not just vendors talking to vendors,” Norelli emphasizes. This distinction proves crucial for solution providers seeking direct access to decision-makers.

Beyond Traditional Conference Networking

The FMA Summit’s carefully curated format transforms how energy solution providers connect with potential clients. For GE Distributed Power, this meant:

1. Strategic Presentation Platform: Their team member Sarah delivered a focused 20-minute presentation on day one, establishing thought leadership and driving qualified traffic to their booth.
2. Guaranteed Decision-Maker Meetings: “We showed up at our lunch table and there were 3 to 4 folks from different municipalities waiting for us. Usually from a commercial front that is usually not the case,” Norelli notes.
3. Speed Networking Innovation: A structured lunch format facilitated rapid yet meaningful connections. “We made five or six new connections in an hour,” Norelli shares, highlighting the efficiency of these curated interactions.

Maximizing ROI Through Quality Engagement

What sets the FMA Summit apart is its focus on facilitating meaningful dialogue between solution providers and end-users actively seeking energy solutions. For GE, this translated into:

• Direct access to facility leaders exploring energy projects
• Multiple touchpoints with qualified decision-makers
• Opportunities for deep technical discussions
• Efficient use of sales team resources

The Power of Curated Connections

The summit’s success lies in its ability to bring together the right stakeholders. “The quality was authentic,” Norelli reflects. “It wasn’t about give me your card and I’ll give you mine… it was more about questions and figuring out the why.”

Looking Ahead: Building Lasting Partnerships

For GE Distributed Power, the FMA Summit represented more than just another networking event. It provided a platform for:

• Establishing meaningful relationships with facility decision-makers
• Understanding current market needs and challenges
• Demonstrating thought leadership in distributed energy
• Accelerating the sales cycle through direct access to qualified buyers

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About FMA Summits: Since 2006, FMA Summits has facilitated over 15,000 qualified executive meetings across 37 successful summits, connecting solution providers with decision-makers who control significant infrastructure and sustainability budgets.

For more information about upcoming summits and participation opportunities, visit FMASummits.com

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